Mobile Laptop Desk
Written by Brandon Hull on May 22, 2006
On the prowl for my own useful home office tools, I found this mobile laptop desk. It’s a great value and helpful tool for late-night, bedside proposal and presentation work…
Defining what you sell
Written by Brandon Hull on May 22, 2006
Great post at John Jantsch’s blog, “Duct Tape Marketing,” that deals with selling what your customers actually buy, not what you want them to buy…
Also, check out my post “Their reasons, not yours”…
Be Steve Nash
Written by Brandon Hull on May 22, 2006
Salespeople need to be more like Steve Nash. The two-time MVP point guard of the NBA’s Phoenix Suns broke through as a star in his third season with the Dallas Mavericks back in the 2000-2001 season.
What makes Steve Nash great is his ability to make his teammates exponentially better. Not somewhat better. Multiple levels better. Magic Johnson shared the same talent. Michael Jordan as well.
As a salesperson, you lead your organization. You are the always-in-front-of-a-camera PR man for your company. With that responsibility, you can shirk from the duties and complain your way to average or poor performance and your next job, or you can work overtime to bring out the best in your colleagues and support personnel and succeed.
You can alienate, or win people over.
I encourage you to develop strong, personal relationships within your organization. Trust your people and give them opportunities to succeed. Encourage them. Lift them up. And can carry them when they’re struggling. Make them better.
That’s your challenge. Where your competitors’ sales professionals go it alone, you can form a powerhouse team around you. Rather than pressure your own teammates — the very people who could come through for you in a pinch just hours after letting you down — you can tell them and show them you believe in them.
Make average coworkers good, and make good ones great. Are you up to it?
It’s who you are that counts…
Written by Brandon Hull on May 2, 2006
We’ve all heard in sales that it’s who you know. Insufficient advice.
But it’s really who you are that counts.
You can know everyone that matters in your town. Treat them poorly, see where that gets you. Run over people by being overly domineering, see how much business you do with them. Be a “yes” man, see what kind of reputation that earns you. Read the full post
Setting Appointments, Part 2
Written by Brandon Hull on May 2, 2006
Some time back, we lobbed our first grenade at the current method of setting appointments through mass phone calls. It’s become one of our most popular posts.
Finally, we come through with a follow-up. The short message: call when companies are ready to work with you! And here’s how you find out when that is…
